Principal Product Manager, Revenue Capture

Docker, Inc. is a leading company in app development, making it easier for developers to focus on innovation. They are seeking a Principal Product Manager, Revenue Capture to own the monetization strategy across their product portfolio, maximizing customer lifetime value through pricing, packaging, and in-product experiences.

Responsibilities:

• Own the Monetization Model: Define and own the overarching pricing, packaging, and monetization strategy for all products to align with value delivery and maximize revenue
• Drive In-Product Revenue: Design, instrument, and iterate on in-product upgrade and graduation experiences to drive self-serve conversion and expansion
• Establish Pricing & Value Metrics: Lead market research, customer interviews, and quantitative analysis to establish value metrics and price points that ensure competitive advantage and optimal value exchange
• Manage Packaging and Feature Tiers: Define and maintain clear, differentiated product packages that align features, usage limits, and support with customer segments (SMB, Mid-Market, Enterprise)
• Experimentation & Optimization: Own the experimentation roadmap (A/B testing) for all pricing and packaging changes and in-product upgrade flows, rigorously measuring impact on conversion, average revenue per account, and churn
• Cross-Functional Leadership: Partner closely with Finance on forecasting and margin analysis, Sales on pricing exceptions and enablement, Product on feature rollout and gating, and Data Science on usage and LTV modeling
• Define and Instrument KPIs: Establish and report on key metrics for revenue capture, including Self-Serve ARR, Upgrade Conversion Rate, Average Revenue per Account by Segment, and Net Dollar Retention

Requirements:

• 10+ years of experience in Product Management, with a significant focus (5+ years) on Growth, Monetization, or Revenue Product in the SaaS industry
• Deep expertise in SaaS monetization models (freemium, usage-based, subscription) and a proven track record of successfully launching, iterating, and scaling pricing and packaging changes that drove measurable revenue lift
• Principal-level experience owning the strategy and execution of a complex, cross-organizational domain, operating with high autonomy and influencing executive leadership
• Exceptional analytical skills with a strong background in data-driven decision-making, financial modeling, and using A/B testing/experimentation to optimize conversion funnels
• Comfortable operating at the business layer, translating complex product value into simple, compelling, and financially sound pricing structures
• Skilled at working collaboratively with Finance, Sales, Marketing, and Engineering teams, acting as the central hub for all monetization decisions
• Strong communication and presentation skills, able to clearly articulate complex strategic recommendations to all levels of the organization, including the executive team